Head of Pricing and Monetization

Responsibilities

• Build and own analytical models connecting unit economics, AI agent run costs, willingness to pay, gross margin, and customer value.
• Maintain competitive and market intelligence for pricing decisions.
• Run pricing experiments and document reusable learnings.
• Design pricing and packaging across community, self-serve, and Enterprise tiers, including startup and charity plans.
• Develop pricing for new SKUs and consumption-based models as products and cost-to-serve evolve.
• Create packaging frameworks and decision tools for product teams.
• Lead cross-functional pricing decisions across Product, Sales, Marketing, Finance, RevOps, Data, Customer Success, Engineering, and Billing.
• Own end-to-end rollout and measurement of major pricing changes.
• Establish list pricing, discount guardrails, decision rubrics, grandfathering rules, and usage-based billing policies.

Requirements

• 6+ years of experience in pricing, monetization, or commercial strategy.
• Experience leading a full-cycle major pricing model transition, such as subscription to consumption, seat-based to usage-based, or platform repricing.
• Hands-on experience designing and rolling out consumption-based, outcome-based, or AI-native pricing at a company exceeding $100M ARR.
• Experience owning pricing for both self-serve/product-led growth and Enterprise/sales-led motions.
• Strong analytical and financial modeling skills, including unit economics, cost-to-serve, gross margin, willingness to pay, and elasticity.
• Understanding of event metering, rating, entitlements, proration, overage, and revenue recognition.
• Experience partnering with Billing on invoicing, dunning, true-ups, and disputes.
• Understanding of value assignment among developers and technical buyers.
• Experience creating packaging frameworks and decision tools used independently by product teams.
• Strong cross-functional influence and stakeholder alignment skills.
• Ability to operate as an individual contributor with broad global scope.

Nice-to-haves

• Formal pricing training at Simon-Kucher or another pricing consultancy.
• Experience pricing developer tools or products sold to engineers and technical teams.
• Open-source or freemium experience, including converting free communities into paying customers.

Compensation and Benefits

• Competitive compensation and equity.
• Europe: 30 vacation days plus local public holidays.
• Benefits, pension contributions, and healthcare according to local country norms.
• €1,000 annual professional development budget.
• Remote-first work environment.
• Visa sponsorship is available for Germany; candidates elsewhere must already have the right to work.